Sales Hacker

NOVEMBER 26, 2019

2019: LinkedIn’s #1 B2B Sales Expert to Follow. If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. Who are you selling to?

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Gaming Objectives and Key Results Sales Up-sell 127

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Throw away the objection handling and conquering techniques. Tin Men kind of stuff. Throw away the close. .

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Objection handling Quota Technique Pitch 71

Salesforce

FEBRUARY 3, 2025

For example, a B2B software as a service (SaaS) company is trying to sell its software solution, and the key decision-maker on the account is a huge Kansas City Chiefs fan based on their public LinkedIn and Twitter profiles. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

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Objectives and Key Results Cross-sell Pipeline SQL 52

Hubspot

AUGUST 6, 2019

If you’re a B2B company, teach your salespeople what a best-fit company looks like and which contacts they should be trying to make at that company. Practice negotiating and common object handling. Calculate ramp rate based on the average number of months it takes a new salesperson to hit 100% (or close to) of quota.

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Negotiate Territory CRM Objection handling 101

Hubspot

AUGUST 15, 2013

First Million”: Am I Doing Something Wrong If Our Big B2B Deals Are Taking 6+ Months To Close? Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. A B2B Sales Strategy to Help You Ask for More Money. Why Your Focus on Quota is Killing Revenue Growth.

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Elevator Speech Cold Call Inside sales Objection handling 78

Cience

DECEMBER 16, 2019

Example: CIENCE is a human-driven machine-powered B2B lead generation appointment-setting company that provides impeccable contact data lists of high-quality leads with the highest deliverability on the market. They don’t meet their quota, or their ROI isn’t satisfying. Don’t use too many modifiers and adverbials in a row.

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Cold Call Lead generation B2B Objectives and Key Results 55

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business.

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Inside sales Commission Outside Sales Quota 62

Cience

DECEMBER 16, 2019

Example: CIENCE is a human-driven machine-powered B2B lead generation appointment-setting company that provides impeccable contact data lists of high-quality leads with the highest deliverability on the market. They don’t meet their quota, or their ROI isn’t satisfying. 5-10 objection handling answers, a voicemail script.

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Cold Call Lead generation B2B Objectives and Key Results 52

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. MEDDIC has traditionally been applied to Enterprise selling motions and acts to qualify complex B2B sales opportunities. It will help shed more light on the matter, helping you find a solution quicker.

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Sales Cross-sell Pipeline Negotiate 111

SalesLoft

DECEMBER 12, 2021

All of these quota-crushing results (and more!) Email Sentiment offers: Our proprietary Sentiment trained technology that’s fluent in B2B sales lingo from using millions of B2B email replies to identify buying intent . Identify the most common objections so you can share the best objection-handling techniques for your team.

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Objection handling Pipeline Quota Technique 52

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

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Objectives and Key Results Pitch Cold Call Sales 94

Sales Hacker

APRIL 26, 2018

In today’s sophisticated B2B markets, businesses don’t really need salespeople in the traditional sense. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. Selling is pretty straightforward: You won’t go very far if you don’t know your customer. .

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Drivers/motivators Non-Profits B2B Consult 69

Hubspot

JUNE 5, 2019

Firas Raouf , an expert in early-stage B2B tech companies, recommends building at least $20 million in revenue before launching a partner sales program. Recruitment quota attainment. They typically establish a strategy, help their partners implement it, and work toward a sales quota. Wondering what success looks like?

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Commission Sales Cross-sell Consult 77

Sales Hacker

MAY 31, 2018

That’s why the fastest growing B2B brands on the planet also run the largest and most sophisticated sales development teams in their class. Sales development originated in the 1980s, primarily in the B2B tech ecosystem. In many successful B2B companies, sales development has come to own the prospecting and lead qualification process.

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SQL Appointment Pipeline Lead generation 59

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Objection Prevention. Great sales reps practice the art of proactive objection prevention before they arrive at objection handling. Objection Handling. Understanding of Prospect Roles and Influence. Demo Skills.

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Objectives and Key Results Objection handling Sales Inside sales 62

Highspot

JULY 6, 2023

With increased access to knowledge and the changing role of technology in sales, the role of the B2B salesperson has become more complicated and requires sales professionals to work with more information than ever before.” Public speaking: Speaking to individuals and groups is part of everyday sales roles.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

Sales Hacker

JUNE 12, 2018

Proper objection-handling. It automatically captures and analyzes your team’s conversations so you can transform your team into quota-shattering super-sellers. But David has over 20 years operating experience in b2b tech sales, beginning all the way back in 1997. Understanding proper buyer motivation.

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Cold Call Objection handling Sales Quota 53

Cience

FEBRUARY 5, 2019

Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams. I have experience in hiring all kinds of SDR profiles: junior SDRs who wanted to be quota-carrying in inside or field sales, as well as quota-carrying reps who wished to become SDRs. Why is this?

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Appointment Inside sales Quota Clients 50

Highspot

JANUARY 4, 2024

In fact, when sales leaders are highly effective at using data to coach, they see a 5% increase in rep quota attainment. Key Elements of an Effective Sales Training Program Sales training is necessary for both B2B and B2C sales reps. Conduct role-playing exercises to practice objection-handling.

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Pitch Objection handling Sales Technique 52

Salesforce

FEBRUARY 19, 2024

For example, a B2B software company might have personas like Tech-Savvy Startup Owner or Cost-Conscious SME Manager. These should be specific, measurable, and aligned with both individual sales role objectives and the company’s broader objectives. These should be based on market research and existing customer data.

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Objectives and Key Results Technique CRM Follow-up 59

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

JULY 18, 2022

Are your sales reps falling short of their quotas? In fact, 65% of B2B buyers cited a strong knowledge of the solution area as a top reason for choosing a winning vendor over other options. PS: Struggling to overcome objections? What are the steps of the Solution Selling methodology? Image Source ). Too expensive?”)

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Sell Up-sell Prospecting Follow-up 62

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. Again, we know this from analyzing roughly 2 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. Sales Training #4: Objection Handling. No pipeline, no glory. That’s what top sellers do.

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Objection handling Cold Call Objectives and Key Results Sales 92

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Recognize that B2B is human to human and it is at that level that you can make your magic. Become the Beyonce of B2B sales. Anita Nielsen.

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Sales Up-sell Start-ups Cross-sell 136

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

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Closing Objectives and Key Results Quota Sales 92

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. If you work in B2B sales today, you HAVE to know who you are going after. But it’s canceled out by everyone who misses quota. Objection Handling Sales Tips.

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Technique Cold Call Objectives and Key Results Objection handling 133

Hubspot

JANUARY 22, 2018

For a 100-person sales team with $1 million individual quotas and a $50,000 average deal size, that translates to a $20 million increase in revenue. Focus: Sales meetings, objection handling, and closing. Intended audience: B2B sales teams. Intended audience: B2B sales teams. Intended audience: B2B salespeople.

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Objectives and Key Results Inside sales Price Negotiate 101

Cerebral Selling

OCTOBER 30, 2022

And as someone who started their career as a research scientist before spending two decades in the B2B sales trenches, this experience helped me connect so many powerful data points for how we navigate our careers and interact with customers. You might be stressed because you find yourself woefully behind on your quota attainment.

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Quota Sales Intrinsic Negotiate 240